What are the responsibilities and job description for the Senior Sales Account Executive- HVAC/Commercial Construction Projects position at Performance Services?
Founded in 1998, Performance Services (PSI) is a design and construction firm specializing in constructing and renovating education and government facilities utilizing guaranteed energy savings (performance contracts) and the design-build procurement method. The company is a leading design-builder for high-performing learning and working environments, including solar, water, and smart city infrastructure improvements for cities and towns. Headquartered in Indianapolis, the company has regional offices in thirteen additional states.
PSI is in the process of growing our Indiana branch and we are looking to add a Business Development Manager (Sales Executive) to help lead that!
PSI is looking for someone with past experience selling new commercial construction and/or HVAC upgrade/retrofit projects. Targeting someone with a good technical knowledge of these types of projects and the different delivery methods. Ideally, PSI would like someone selling these types of projects in the K-12 space. Working with direct decision makers including, Superintendents, Director of Facilities and School Business Managers.
PSI is targeting someone with the ability to connect with main decision makers and build trust and rapport. While also explaining our capabilities and processes. As well as a good understanding of the RFQ & RFP process.
This Sales Account Executive will be responsible for creating/developing relationships to help win new business & expand existing accounts. They will be working with potential & current customers on identifying and driving opportunities for energy efficiency projects to help save on utility costs for our customers.
They will be involved with executing strategic selling initiatives, along with the planning and execution of bid and proposal activities.
They are also responsible for collaborating with Project Engineers and Project Managers for the synchronized effort of all internal and external resources to accomplish business development and sales objectives.
Performance Services pays a very competitive base salary and has a very strong commission structure (with no cap!). As well as great benefits, PSI covers 100% of health insurance premiums & offers HSA contributions.
(Compensation listed below is for base salary. Commission for most BDM's is usually 100%-200% of base)
DUTIES, TASKS AND RESPONSIBILITIES
Sales Planning and Execution
- Builds sufficient pipeline to meet or exceed annual sales goals
- Develops and uses strategies and pre-call plans to maximize sales call effectiveness
- Qualifies early and disengages from deals that aren’t a fit for PSI or customer
- Cultivates relationships to win new business and expand existing accounts
- Orchestrates the appropriate PSI & customer resources to take control of the deal
Sales Knowledge
- Tailors the sales message to resonate across multiple buying audiences
- Conveys industry & technical expertise with decision makers and influencers
- Educates customers on ways to improve their business (“Commercial Teaching”)
- Designs strategic and creative business solutions in collaboration with the team
- Teaches for differentiation to justify PSI methodologies and to handle objections
Customer Interaction
- Generates an emotional attachment to PSI’s value with decision makers & influencers
- Uses insightful discovery questions to identify and influence business needs
- Challenges customer’s conventional thinking to create new opportunities
- Crafts business justifications that address financial responsibilities to the community
- Creates compelling events & navigates customer through a committee buying process
Salary : $150,000 - $250,000
